Closing, 160–61
Coaching, 192
“Compelling trade,” 133
Competitors/competition
considering price and variables, 55
irrational behavior by, 5, 6, 9
questions regarding, in validation meeting, 98–102
Concessions, 6
Consequences of No Agreement, 15–16, 20, 43–66
agreement zone, finding, 45, 64–65
best practices review, 65–66
common mistakes to avoid, 66
creating value with, 133–36
elements to be considered, 47–48
estimating costs/benefits, 51–52, 56–57
Gap, 133–35, 140, 141, 161
gathering/recording data, 52–53, 57–58
incumbency and, 135
objectivity and, 52
other side’s, 44–45, 53, 55–60, 102–3
power, determining, 45, 60–63
purpose of, 44
sample estimations, 166, 173–76
specificity and, 52, 58
validating, 84–91, 96–103, 169–70, 177–78
your side’s, 44–45, 49–53, 54
Consolidations, 5, 7–10
Contingent contracts, 158
Customers/customer relationships
creating joint value, 32–35
customer satisfaction, 48
high-maintenance customers, 53
long-term aspect of relationships, 5, 6–7, 28
soliciting information, 93
validation meeting preparation, 95–110